MK 4340 - Sales Management

3 Credit Hours

Prerequisites: MK 3010, and BCOM 3950.
Corequisites: None.
Pre/Corequisites: None.
Requirements: Must meet RCB upper division course requirements and 45 semester hours.

Description
This course examines the sales management function in contemporary business organizations. Emphasis is placed on the formulation, implementation, and evaluation of a strategic sales program. Specific topics addressed include ethical and legal issues in sales management, selection and recruiting, territory design, quotas, organizing the sales force, compensation, motivation, leadership and coaching, and evaluation of salesperson performance. The course also emphasizes a mix of conceptual and applied information to provide a balanced view of sales management. The strategic nature of sales management decisions is another major topic.